JOB AND PERSON SPECIFICATION
Title of Position :
Course Advisor
Type of Appt :
Full time, permanent
Business
Team:
Location:
Sales & Marketing
Adelaide (Main Campus)
JOB SPECIFICATION
1. Position Objectives
Reporting to the Senior Student Recruitment Manager, for sales target achievement and
performance, the Course Advisor is responsible for actively recruiting new students into
nominated programmes in all modes of delivery (face-to-face and distance learning) across the
portfolios of Local, Distance Learning and International On-shore.
The broad objectives of the role are:

To consistently achieve monthly sales and enrolment targets for all nominated
programmes.
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To establish and maintain effective client (new and existing) relationships.
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To contribute and participate in the marketing and promotional planning process in all
portfolios.
2.
Reporting/Working Relationships
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Reporting to the Senior Student Recruitment Manager, the Course Advisor works within
the Sales and Marketing team.
Works closely with Senior Student Recruitment Manager to ensure promotional activities
achieve sales and enrolment targets.
Works closely with Senior Student Recruitment Manager on the conversion of generated
leads into sales and enrolments.
Works collaboratively with Academic Affairs and Student Support Services to provide
complete customer care and service to all students (new and existing).
Works collaboratively with the Communications Coordinator to create promotional
tools and marketing collateral for all portfolio groups (Local, Distance Learning, and
International On-shore).
Maintains strong relationships with people in the local, national, and international
market relevant to all portfolio groups (Local, Distance Learning, and International Onshore).
Maintains strong relationships with media and business association’s networks.
3.
Special Conditions

Will be required to participate in the AIB’s performance review processes.
Out of hours work may be required.
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Interstate/international travel may be required.
4.
Key Duties and Responsibilities
The Course Advisor is primarily responsible for achieving sales and enrolment targets in all
nominated programmes and modes of delivery. This role has a secondary responsibility to
contribute toward the development of key local, national and international marketing activities
in close working association with the Senior Student Recruitment Manager.
Responsibilities may include:
Sales Targets
Marketing and
Promotions Planning
Promotions (lead
generation)
Product
Development

Convert as many generated leads as possible, not only to
achieve, but to exceed sales targets and student
enrolments using effective sales techniques, which are
proven, tested and documented in Course Advisor manual.

Be very conversant with the Course Advisor manual when
working through the sales process.

Contribute to the continuous improvement of the Course
Advisor manual.
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Assist the Senior Student Recruitment Manager with the
development and execution of marketing and promotional
plans.

Collect and feedback market data to Senior Student
Recruitment Manager. Contribute and propose any
initiatives.

Work closely with Senior Student Recruitment Manager to
devise appropriate lead generation activities such as
outbound email campaigns, networking, corporate
events, etc.

Travel - attend, where appropriate and necessary,
interstate events such as postgraduate expo to promote
awareness of AIB programmes.
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Networking – attend corporate functions to promote
awareness of AIB programmes.
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Public speaking – host and present information sessions
that promote awareness of AIB programmes.
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Marketing collateral – provide input into the development
of brochures, internet ads and other hard and soft copy
media.

Assist in the development of feasibility and proposal for
new or enhanced streams and products.
Product Knowledge

Assist in the implementation the approval proposal.

Develop an excellent fluent knowledge of the various
programmes offered by AIB.

Gather data on competitor products and share it with the
Sales and Marketing team for relevant analysis and
consideration.

Consider differences or specific requirements for:
Local (face-to-face)
Distance Learning
International On-shore
Pricing

Work closely with Senior Student Recruitment Manager on
the review of price points and financial offers as incentives
to influence buyer behaviour.
Training and
Development
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Actively and positively participate in training initiatives to
improve skills, knowledge and raise awareness of not only
the organisations internal functioning but also the
education industry.
Customer Service

Liaise with Student Support Services regarding timetabling,
start dates, delivery, learning materials, text books, etc.
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Liaise with Academic Affairs regarding applications for
subject exemption and credit transfer.
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Actively seek feedback from current and prospective
students regarding their perception of AIB.
Monitoring

Collaborate with and monitor agent activity, ensuring they
follow the most up-to-date sales and enrolment
procedures.
Managing
Relationships
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Establish a strong rapport with new inquiries and build the
relationship, particularly with emerging and future
potentials.

Maintain regular contact with current and prospective
students.
Public Relations
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Assist in the development of creative opportunities for the
public promotion of AIB.
Administration

Standard Operating Procedures (SOP) – develop and
continuously refine SOP’s relevant to the productive
functioning of the team and recruitment of additional
team members, where necessary.
Performance
Reporting
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Daily – prepare and present portfolio scorecard at daily
stand-up huddle regarding sales targets, new leads
generated, promotional and project activities, and
bottlenecks.
Accountability
Team Culture

Weekly – prepare and present at weekly sales team
meeting portfolio scorecard details regarding sales
targets, lead generation, promotional and project
activities, and sharing of ideas between portfolio’s.
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Weekly – prepare and present at company-wide standup huddle a key point summary of portfolio
performance.
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Assertion as a leader through expressing ownership of
portfolio targets and objectives.
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Display leadership through a crisis situation and always
allow for contingencies.
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Contribute to the achievement of the Department’s goals
by taking responsibility for the achievement of the income
targets. Sharing the responsibility of the team outcomes
and participating in the creation of a performance culture
and team activities related to business planning and
continuous improvement.
PERSON SPECIFICATION
ESSENTIAL CHARACTERISTICS
1. Personal Abilities/Aptitudes/Skills
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Strong verbal and written communication skills that enable effective and appropriate
communication with people at all levels within and outside SA.
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Proven ability to work autonomously although as part of a small team environment to
achieve objectives and meet deadlines.
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Excellent organisational and time management skills.
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Positive attitude.
2. Experience
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Experience in customer service and sales.
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Experience in developing and maintaining effective working relationships.
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Experience in Telemarketing.
DESIRABLE CHARACTERISTICS
3. Education/Vocational Qualifications
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Bachelors Degree – preferably business or marketing.
4. Experience/Knowledge/Skills
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Understanding of Education industry.
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Knowledge of marketing principles.